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- Sales Leadership Training - Learning The Art Of The Deal
- Any winning strategy without preparation is an oxymoron. If you're looking to boost your sales and be a class apart from your competitors, you need to have the right sales leadership training. The objective of this sort of training is to help salespeople improve those skills, concepts and behaviors that...
- White papers 2008-01-01
Additional Resources
- Building Trust Through Ethical Sales Behavior
- Effective selling requires more than an ability to communicate a product's features or benefits. Sales representatives must also develop quality relationships with their customers. Regardless of a company's reputation, customers choose to do business with people they trust. Sales representatives have to earn that trust by behaving ethically and conveying...
- Articles 2007-11-15
- Lessons from the field - Effective Sales Management: Short and Long-term Planning, Forecasting, and Expense Budgeting - Part 2 of 2 - By John Hogan
- Lessons from the field - Effective Sales Management: Short and Long-term Planning, Forecasting, and Expense Budgeting - Part 2 of 2 - By John Hogan 'The budget evolved from a management tool into an obstacle to management.' Frank C. CarlucciCarlucci has had a very diverse career, having served as US...
- News items 2009-08-10
- Firms Need to Invest More in Recruitment and Training of Sales Professionals, According to DePaul Sales Management Study
- CHICAGO -- Firms are not adequately investing in sales force recruiting, hiring and training, according to a national survey of sales management practices at a broad range of companies conducted by DePaul University's Sales Leadership Program. Although the majority of firms surveyed said their businesses depend heavily on sales...
- Research articles 2007-03-20
- Sales Force Management & Leadership: Increase Profitability by Understanding Your Sales Team
- Why are some sales people wildly successful at selling, meeting and exceeding every goal placed in front of them, while others lack either the self motivation or certain key skills to get them to their next level of growth and performance? After all, they all have the same product, the...
- White papers 2006-08-24
- Take Advantage of Training Programs
- While competitors cut training, invest wisely in programs that will help you hang onto A players and prepare your company to rebound after the recession. The scenario: Cost-cutting leaves little room...
- Articles 2008-11-20
- Enabling Reseller Success
- To operate successfully, resellers need support from the company whose products they sell. If your company partners with resellers, they should be provided easy access to technical support; offer them a helpline as well as online access to your resources, skills, and experience. Incentive programs can encourage resellers to do...
- Articles 2007-02-28
- Sales Message Improvement Clinic. Pt 2
- Two weeks ago, I asked you to send me your sales messages so that I could rewrite them. In the first post based upon the messages you sent, I worked on five short "tag lines."  In this post, I rewrite some field messages that are bit longer and more...
- Blog posts 2009-05-12
- Are Sales Managers Truly Necessary?
- Are Sales Managers Truly Necessary?RE: Are Sales Managers Truly Necessary?QUOTE: keeping the BS off the troops so they can worry about doing their jobs.Oh, man, ain't that the truth!RE: Are Sales Managers Truly Necessary?I agree with the comment as far as it goes. However, it is a rare (and...
- Discussion threads 2008-10-06
- The Leadership Skills Gap
- Quite naturally, most companies allocate the bulk of their training dollars to industry-specific training - sales training for sales organizations or Information Technology IT training for companies which rely heavily upon computer and/or internet technology. However, current research suggests that some of the largest and most damaging gaps in skill...
- White papers 2007-01-01
- Real Life Sales Managers from Hell
- Got a lousy sales manager? Not to worry. No matter how bad things are, they could be worse. A lot worse. This post contains a gallery of the worst sales managers of all time -- as contributed by Sales Machine readers. I've provided some polls, so that you can vote...
- Blog posts 2009-10-06
- Leading the way in skills for sales
- Mill Audi is investing in its North East after-sales manager John Smiles, who is attending an Audi International leadership courses in Milton Keynes. The course features 10 days of training aimed at developing and optimising leadership skills. The programme covers on self-development, personal leadership style, team motivation and...
- Research articles 2003-09-04
- The Difference Between Sales Leaders and Sales Managers
- In the average sales organization, the successful sales reps get promoted to managers. These "new" sales managers are suddenly tasked with leadership and training. The salesperson's biggest strength becomes the sales manager's biggest weakness in leading a team. Sales leaders consider results-oriented training a process versus an event. They extract...
- White papers 2003-01-01
- Mashable's Guide to Jobs in Social Media & Marketing
- If you're seeking a job in social media, we'd like to help out. For starters, Mashable's Job Lists section gathers together all our resource lists, how-tos and expert guides to help you get hired. In particular, you might want to see our articles on...
- News items 2009-10-22
- Expert Tips for Leading Top Performers
- How executives at IBM, Lycos, and Xerox keep high-maintenance employees in peak form. Cut Red Tape for Them ...
- Articles 2007-11-26
- Richardson and Harvard Business School Publishing Join Forces to Improve Sales Force Effectiveness; Companies to Offer Comprehensive eLearning Solution for Sales Organizations
- Business Editors/Hi-Tech Writers Online Learning 2002 Booth #411 ANAHEIM, Calif.--BUSINESS WIRE--Sept. 23, 2002 Richardson, a leading provider of sales training and consulting, and Harvard Business School Publishing HBSP, the highly regarded publisher of premier online leadership and management programs, today announced an alliance to provide a...
- Research articles 2002-09-23
- Sales Culture: Interview with Acer's Stan Shih
- Last week, I posted an interview with Dell CEO Michael Dell. He's a visionary, of course, but he's far from the only one in the business world. In fact, if current trends continue, Taiwan-based Acer will surpass Dell as the world's second largest PC maker. And that's pretty amazing since...
- Blog posts 2009-07-15
- Brazil: Peugeot increases car sales.
- In the end of 2000, Peugeot and Citroen will inaugurate their first plant in Brazil, with investments of US$600mil, and of other US$400mil in training, logistics, and net development. Peugeot expects to get the leadership in the ranking of the newcom In the end of 2000,...
- Research articles 2000-05-08
- Avatars Become The New All-Stars Of Corporate-Training Techniques
- From the executive summary: ‘Avatars are computer depictions of humans, ranging from cartoon characters to photo-realistic representations. Increasingly, companies are using them as imaginary coaches, co-workers, and customers in computer-based training sessions designed to help, for example, sharpen sales skills, reinforce leadership expertise or boost management prowess.' The paper elucidates...
- White papers 2003-01-01
- 3 Lousy Elevator Pitches Rewritten
- A couple of weeks ago, in the post "Why Your Elevator Pitch Stinks" I promised to rewrite some elevator pitches sent by readers. Here are three that struck me as being particularly in need of work: EXAMPLE #1 ORIGINAL: MindEdge is a...
- Blog posts 2008-12-18
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